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الرئيسية > نحو إيجاد نظام محوسب يدعم العم...>الوصف

نحو إيجاد نظام محوسب يدعم العملية التفاوضية في عملية البيع والشراء لشريحة B2B في قطاع غزة

العنوان بلغة أخرى: Towards a software Model supporting Efficient Negotiation in the Buying/Selling process for the Business – to - Business Market" in Gaza Strip – Palestine
المصدر: مجلة جامعة فلسطين للأبحاث والدراسات
الناشر: جامعة فلسطين - عمادة الدراسات العليا والبحث العلمي
المؤلف الرئيسي: الرفاتى، علاء الدين عادل محمد (مؤلف)
المجلد/العدد: ع2
محكمة: نعم
الدولة: فلسطين
التاريخ الميلادي: 2012
الشهر: يناير
الصفحات: 550 - 595
DOI: 10.34027/1849-000-002-017
ISSN: 2410-874X
رقم MD: 886862
نوع المحتوى: بحوث ومقالات
اللغة: الإنجليزية
قواعد المعلومات: EduSearch, EcoLink, HumanIndex, AraBase
مواضيع:
التسويق
نظم المعلومات التسويقية
قطاع غزة (فلسطين)
رابط المحتوى:
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المستخلص: In this chapter, the negotiation process in business to business trade market was modeled, based on the results analyzed in Chapter 4. Various components of the model were described. 1. Further work and Recommendation: The following further work is recommended: 1- Evaluation and scoring of parameters and relations between them. 2- Designing and implementing the negotiation model based on the work done in this study. 2. Conclusion: In this study, interviewed were performed with negotiators in the Gaza Strip working the B2B trade market to understand the negotiation process in this sector. Results obtained from interviews were analyzed. The results obtained represent the negotiation stages used negotiators in the sector identified above which includes the planning, choosing strategies and tactics, negotiation implementation, outcome evaluation, possibly renegotiation and finally the potential of reaching a final agreement. Parameters affecting the negotiation process were identified and classified to negotiator specific, company-specific, product-specific, negotiation requirements parameters and market sector parameters. Various negotiation strategies and tactics were identified. Metrics to evaluate to outcomes of the process were identified and classified to: meeting objectives, resources used, future relationship with other negotiating party and company image. Finally, a model is constructed based on the above to represents the details and dynamics of the negotiation process in the B2B trade sector in the Gaza Strip.
ISSN: 2410-874X

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